The Basic Competence for Success in Sales

While many organizations are concerned with various aspects and characteristics of their sales force, the most important of them is often overlooked. Credibility is the most important skill of a salesperson, and this is proven in many researchs and specialized studies. There is a very interesting quote from the American writer Rebecca Solnit, who expresses well the importance of credibility in people’s lives: “Credibility is a basic survival tool.”

In a study by Brian H. Flynn and Kathleen A. Murray, entitled “Your Sales Force Could Be Your Weakness,” published in 1993, in The Journal of European Business, which evaluated more than 1,000 senior managers, pointed out that Continue reading “The Basic Competence for Success in Sales”